The psychological theory that describes how individuals tend to ignore or "explain away" messages that are inconsistent with previously held beliefs is known as the
a. cumulative effects theory
b. magic bullet theory
c. N-step theory
d. agenda-setting theory
e. cognitive dissonance theory
e
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What is the function of information management in a negotiation situation?
a. to clarify issues, show prevailing evidence, and reduce ambiguity b. to concede something in return for something else c. to help maintain interest in the negotiation d. to move the focus of the negotiation to important issues
Kamika has been brokenhearted since being dumped by her boyfriend four months ago. She has openly expressed her sadness to Jariza many times, but lately has felt that Jariza is just faking her listening
Kamika may get Jariza's attention again if she provides new information. Indicate whether this statement is true or false.